National Sales Manager Cambridge, East of England, England
ZEISS Group
Full Time
Cambridge, East of England, England
18900 - 38319 GBP ANNUAL Today
Job description
- Principal Elements
- Manage Sales/Growth nationally to budget across the Meditec product portfolio within the NHS and private hospital sector and high street optometric marketplace via a team of Regional Sales Managers.
- Develop competencies and processes required to create an effective and efficient sales division.
- Provide field based leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.
- Provide sales management, budget control, compensation programs and incentive planning.
- Management of National Key Accounts. Manage and negotiate purchase agreements and pricing structures within each of the private healthcare groups with the assistance of RSM’s and PSM’s for national implementation.
- Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and competitors.
- Ensure effective hiring, orientation, training, development and retention of both RSM PSM and AM sales staff.
- Provide supervision through field visits with both RSM’s and when required PSM’s, observations and measurement of results to include performance appraisals and salary reviews.
- Proactively identify changes in healthcare, delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly.
- Prepare monthly, quarterly and annual sales forecasts.
- Manage to meet/exceed monthly, quarterly and annual sales forecasts.
- Partner with the RSM responsible for local – A-Accounts, in the development of key customer relationship management, business planning revenue increase plans and strategies.
- Partner with the Business development management team to deliver sales and market
- analysis to the relevant FOB management teams.
- Implement national sales programs by developing field sales action plans delivered through RSM’s.
- Produce maintain and deliver pricing structures and agreements with the NHSSC and other public framework purchasing bodies.
- Maintain effective relationships and collaborations with other departments (Market development, Marketing, Finance, Customer Service, FOB management) to address key business issues and opportunities.
- Maintain competitive knowledge and competitor strategies and adjust local sales strategies
- Attend clinical meetings, seminars and conferences as appropriate.
- Maintain and use a detailed, national opportunity pipeline, through the utilization of CRM.
- Implement strategies and account development plans with RSM’s to ensure a greater share of wallet therefore sales growth within the selected A-accounts.
- Coordinate and develop with the Market development team a detailed sales and marketing plan (BG/SSC) plan for the MED product portfolio.
- Provide national key forecast data, including full market share trends and competitive analysis.
- Submit sales funnel reports to PC Manager with Key market data and the results and outcomes of Q campaigns.
Business Development
Work closely with national private and public healthcare organizations
Manage KOL agreements and contracts
Manage launch of new products with Business development team for regional implementation through RSM’s.
Feedback loop and accountability to the PC Manager, MD, FoB management teams and Business development team.
- Skills
Proven National sales management capability
Expert understanding of strategy and its tactical implementation in a field sales environment
Minimum of 5 years of National Sales Management/Ophthalmic business management.
Knowledge of the NHS and Private Healthcare sector
Full knowledge of competitor market positions and go to market strategies
Strong leadership skills and ability to translate ideas into executable outcomes.
Ability to cope within a demanding sales environment
Ophthalmic market Business Management Skills
Budget, Forecast, finance and a high level of organizational skills
Project management Skills
Proven expertise in cross divisional sales (consumables/capital items) and account management/development
Location
Based in Carl Zeiss Ltd. Cambridge.
This role is field based.
Performance Measures
Annual appraisals to be undertaken by Head of Medical Division and objectives set for the forthcoming year.
Your ZEISS Recruiting Team:
Carrie Holland, James Lawn, Madeleine Kelly, Melissa Prescott, Natarlee Lawrence, Suya Rolph
ZEISS Group
www.zeiss.de
Oberkochen, Germany
Dr. Karl Lamprecht
$5 to $10 billion (USD)
10000+ Employees
Company - Private
Electronics Manufacturing
1846
